Position Summary:

The Senior Manager, Instrument Sales is committed to leading and guiding their team to maintain effective customer relations, develop opportunities for growth in existing and new customer bases, and assure market penetration and profitability to reach long-term commitment.

Key Responsibilities:

Commercial Effectiveness

• Ability to articulate sales strategy and influence stakeholders as an expert in order to gain buy-in and generate win-win solutions.
• Drive the sales planning process: establish and administer sales targets and objectives, provide bookings forecasts and ensure the attainment of cost budgets.
• Process oriented, develops data-based strategies, and uses metrics to drive performance improvement/accountability
• Support sales representatives by visiting customers regularly to promote strategic relationships and to identify new business opportunities.
• Manage pricing within territory to control profitability, experience in negotiation.

Drive Growth

• Grow market share in HPLC, GC, IC and Trace Elemental product lines
• Lead team to produce profitable sales at or above the commitments in the business plan.
• Identify and develop new market opportunities to drive growth in a dynamic environment.
• Identifies and prioritizes new client opportunities, develops and implements solutions and growth strategies.
• Ability to navigate complex customer situations to close business.
• Manage strategic direction for the territory; Develop sales strategies to meet plan and expand business within assigned territory; maintain pipeline of opportunities to meet or exceed sales objectives

Leadership

• Interact at a strategic level with key business partners on internal/external issues to address the market needs and analysis.
• Maintain awareness of competitor and industry activity and keep informed of new products/services of interest to customers incorporating this data in the business plan; Introduce new products and services.
• Assess the existing sales organization and determine the optimal organizational design, strategic direction and tactical implementation necessary to meet the revenue and growth goals.
• Focus on team development, building a talent pipeline, and commercial skills training.
• Always represent Thermo Fisher Scientific positively throughout customer visits.

Minimum Requirements/Qualifications:

• Strong background in analytical chemistry equipment sales with proven revenue attainment
• Experience managing a team with focus on developing talent.
• Bachelor’s degree in analytical chemistry or similar field
• Strong interpersonal, oral and written communication, and presentation skills
• Computer proficiency in MS Office and the internet
• Organizational skills, ability to multi-task and meet deadlines
• Proven commercial excellence working in matrix environment.
• Ability to travel to customer locations up to 70% including overnight travel.
• Demonstrates the Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement